Tom Behan, owner, Bay Tennis & Fitness, Harbor Springs, Michigan


“We offer both memberships and passes that nonmembers can use to purchase individual classes. In 2010, we gained members overall; however, some people cut back on the number of months they purchased, rather than committing to an entire year. The number of passes sold to nonmembers was up, and we scheduled more per- sonal-training sessions. In addition, we cut payroll, which meant that management was forced to wear more hats. Our tennis lessons improved by 20%—even with one less tennis pro—and our adult leagues and children’s clinics were well-received. As a result of all of these things, our profitability actually rose. “I don’t see the economy turning around anytime soon. As a result, we’re going to fight for every


dollar by keeping our programs fresh and offering a lot of classes. Our outlook for 2011 is the same as it was for 2010, except that, this year, we’re going to run a new 12-month TV ad campaign—the first since we opened in 2006. “We’ll focus on what works and over-deliver on quality and cleanliness. We’ve hired a member-


ship/marketing person to increase memberships, cultivate a more ‘fuzzy feeling’ in the community, and hold on to the clients we have. “One or two members of our team will likely attend the IHRSA convention in March for


the seminars and to purchase at least six pieces of equipment. Clients like to see something new every year.”


Gail Fast, vice president, L&T Health & Fitness, Falls Church, Virginia


Despite a lackluster economy, Fast says she feels “lucky,” thanks to a decision she made eight years ago to increase her health-promotion programs and services. “We’ve worked hard to expand our client base to include not only our fitness-management clients, but also insurance companies, brokers, and third-party administrators. We can deliver our health-promotion programs—onsite health screen- ings, health fairs, health-risk assessments, and health coaching— nationwide, which benefits brokers and their clients.” Due to rising healthcare costs and healthcare reform, Fast is experiencing increased demand


for all of L&T’s services. “In 2010, we added fitness-management clients in the Mid-Atlantic region and opened new locations for existing clients. We’ve projected a 9% increase in total revenue and hope to exceed that.” Fast is very optimistic about this year, as well. “As more organizations recognize the benefits of


prevention programs and come to appreciate how easily and cost-effectively they can be imple- mented, the industry will grow. We’re well positioned for that growth, and we’ll continue to expand. We’re projecting a 6%–8% increase in revenue for 2011.” As for IHRSA conventions, she finds them “reenergizing,” as does her staff. “The combination


of great speakers, engaging sessions, and the amazing trade show make IHRSA the perfect oppor- tunity to see what the industry has to offer. We’re never disappointed!”


>


www. ihrsa.org |


JANUARY 2011 | Club Business Internat ional 49


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78  |  Page 79  |  Page 80  |  Page 81  |  Page 82  |  Page 83  |  Page 84  |  Page 85  |  Page 86  |  Page 87  |  Page 88  |  Page 89  |  Page 90  |  Page 91  |  Page 92  |  Page 93  |  Page 94  |  Page 95  |  Page 96  |  Page 97  |  Page 98  |  Page 99  |  Page 100  |  Page 101  |  Page 102  |  Page 103  |  Page 104  |  Page 105  |  Page 106  |  Page 107  |  Page 108  |  Page 109  |  Page 110  |  Page 111  |  Page 112  |  Page 113  |  Page 114  |  Page 115  |  Page 116  |  Page 117  |  Page 118  |  Page 119  |  Page 120  |  Page 121  |  Page 122  |  Page 123  |  Page 124  |  Page 125  |  Page 126  |  Page 127  |  Page 128  |  Page 129  |  Page 130